Chris Koch

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The crisis of buyer information in B2B and how to fix it

Chris Koch

Generally I think we can say that the trend and sentiment among B2B buyers is to hand over less information over time rather than more. So how to stave off this impending crisis of buyer information? Are you making plans for a post-buyer information age? It may seem facile, but social media are the answer. What do you think?

B2B 100
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The crisis of buyer information in B2B and how to fix it

Chris Koch

Generally I think we can say that the trend and sentiment among B2B buyers is to hand over less information over time rather than more. So how to stave off this impending crisis of buyer information? Are you making plans for a post-buyer information age? It may seem facile, but social media are the answer. What do you think?

B2B 100
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The information gap between marketing and sales—and how to fill it

Chris Koch

Information. Information, not DNA, is the most important piece of the consultative sale and the executive-level relationship. With customers able to do so much research online, the way to get in the door these days is to have information that isn’t readily available elsewhere. Information is marketing’s responsibility.

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The information gap between marketing and sales—and how to fill it

Chris Koch

Information. Information, not DNA, is the most important piece of the consultative sale and the executive-level relationship. With customers able to do so much research online, the way to get in the door these days is to have information that isn’t readily available elsewhere. Information is marketing’s responsibility.

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How to create B2B social media policies

Chris Koch

Here are some recommendations based on a cross-section of social media policies from B2B companies, including social media policy examples from some leading B2B companies. For example, Cisco has an e-mail alias called “internet postings” where employees can get help. obey your local laws, behave ethically, etc.) Ditch the legalese.

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Sports Analogies Suck, Right?

Chris Koch

The example I’m about to give focuses on the fact that if you think of sports fans as business customers, they are the most loyal in the world. The first is rising costs: The steady increase of player salaries (average Major League Baseball salaries, for example, rose 5.4% But every once in awhile, sports analogies work.

Loyalty 100
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How Do You Market Something That’s Worthless?

Chris Koch

Today, anyone can go to WordPress.com, set up a Web site, and begin publishing news and information to the world – for free. (I For example, we figure out how to get a free WordPress blog ourselves online or through word of mouth and then we learn how to collaborate with others through social media. It Won’t Stop with Virtual Goods.